Okta for Developers
Senior SMB Customer Account Executive
Okta for Developers, Granite Heights, Wisconsin, United States
Senior SMB Customer Account Executive – Okta for Developers
Okta is the world’s identity company. It frees everyone to safely use any technology, anywhere, on any device or app. Okta’s flexible and neutral products—Okta Platform and Auth0 Platform—provide secure access, authentication, and automation, placing identity at the core of business security and growth.
What You’ll Be Doing
Establish a vision and plan to guide your long‑term approach to net‑new logo pipeline generation. Consistently deliver revenue targets to support year‑over‑year territory growth. Identify, develop, and execute account strategies to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings. Identify, target, and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers. Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets. Holistically embrace, access, and utilize Okta partners to identify and open new, uncharted opportunities. Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc.). Adopt a strong value‑based sales approach, always looking to bring a compelling point of view to each customer. Travel as necessary to build and cultivate customer and prospect relationships. What You’ll Bring To The Role
Two or more years of success in growing revenue for sophisticated, complex enterprise SaaS products. Ability to evangelize, educate, and create demand with C-level decision makers. Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem. Proven success selling into C-suite and building partnership and buy‑in with multiple stakeholders. Significant experience selling in partnership with GSIs and the wider partner ecosystem. Excellent communication and presentation skills with audiences of all levels and all technical aptitudes. Confident and self‑driven with the humility required to successfully work in teams. Expertise using a sales framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC). Compensation
The on‑target earnings (OTE) range for this position in the San Francisco Bay Area is $136,000—$204,000 USD. For candidates located in California (excluding the Bay Area), Colorado, Illinois, New York, and Washington, the OTE range is $136,000—$204,000 USD. Total compensation is inclusive of base salary and incentive compensation, and may include equity (where applicable) and benefits such as health, dental, and vision insurance, a 401(k), a flexible spending account, paid leave (including PTO and parental leave), and other perks. For more information, visit https://rewards.okta.com/us. Benefits & Perks
Amazing benefits. Making social impact. Developing talent and fostering connection + community at Okta. Travel & On‑Site Requirements
This role requires in‑person onboarding and travel to our San Francisco, CA HQ office during the first week of employment. Additional travel may be necessary to build and cultivate customer and prospect relationships. Equal Opportunity Employer
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding, please use this form to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.
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Establish a vision and plan to guide your long‑term approach to net‑new logo pipeline generation. Consistently deliver revenue targets to support year‑over‑year territory growth. Identify, develop, and execute account strategies to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings. Identify, target, and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers. Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets. Holistically embrace, access, and utilize Okta partners to identify and open new, uncharted opportunities. Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc.). Adopt a strong value‑based sales approach, always looking to bring a compelling point of view to each customer. Travel as necessary to build and cultivate customer and prospect relationships. What You’ll Bring To The Role
Two or more years of success in growing revenue for sophisticated, complex enterprise SaaS products. Ability to evangelize, educate, and create demand with C-level decision makers. Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem. Proven success selling into C-suite and building partnership and buy‑in with multiple stakeholders. Significant experience selling in partnership with GSIs and the wider partner ecosystem. Excellent communication and presentation skills with audiences of all levels and all technical aptitudes. Confident and self‑driven with the humility required to successfully work in teams. Expertise using a sales framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC). Compensation
The on‑target earnings (OTE) range for this position in the San Francisco Bay Area is $136,000—$204,000 USD. For candidates located in California (excluding the Bay Area), Colorado, Illinois, New York, and Washington, the OTE range is $136,000—$204,000 USD. Total compensation is inclusive of base salary and incentive compensation, and may include equity (where applicable) and benefits such as health, dental, and vision insurance, a 401(k), a flexible spending account, paid leave (including PTO and parental leave), and other perks. For more information, visit https://rewards.okta.com/us. Benefits & Perks
Amazing benefits. Making social impact. Developing talent and fostering connection + community at Okta. Travel & On‑Site Requirements
This role requires in‑person onboarding and travel to our San Francisco, CA HQ office during the first week of employment. Additional travel may be necessary to build and cultivate customer and prospect relationships. Equal Opportunity Employer
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding, please use this form to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.
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